04 / Methodology
Evidence before commitment. Accountability through execution.
A six-stage decision sequence for evaluating and activating industrial markets, connecting market evidence, industrial fit and clear operating ownership.
Every stage asks a different question.
Every commitment needs an owner.
Market mapping
- Input
- customer segments, buying structures, installed base and competitor positions.
- Decision
- where is the accessible demand?
- Output
- a ranked market map.
- Gate
- an identifiable buyer and a credible route to the decision.
Opportunity qualification
- Input
- customer requirement, funding, procurement stage and timing.
- Decision
- is there an executable opportunity?
- Output
- an evidence-based opportunity record.
- Gate
- demand and timing supported by customer milestones.
Industrial fit
- Input
- technical requirements, product readiness, landed economics and support obligations.
- Decision
- can the manufacturer compete and deliver?
- Output
- a product-market assessment.
- Gate
- acceptable contribution and a feasible delivery path.
Partnership design
- Input
- capability, customer access, incentives and capital responsibilities.
- Decision
- who owns each commercial and operating task?
- Output
- a proposed responsibility model.
- Gate
- aligned incentives and manageable contractual exposure.
Activation
- Input
- approved scope, resources, quotation process and launch milestones.
- Decision
- what should be committed now?
- Output
- a phased activation plan.
- Gate
- named owners, technical readiness and support capacity.
Performance governance
- Input
- customer progression, orders, contribution, collections and service performance.
- Decision
- scale, revise or stop?
- Output
- a documented decision and resource adjustment.
- Gate
- performance justified by evidence rather than activity volume.
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A feedback loop that changes decisions
Review customer evidence weekly during activation and commercial economics monthly. Reopen an earlier gate when funding, technical fit, partner capacity or delivery assumptions change. A lost opportunity should improve qualification; an order should improve the delivery model.
What the method protects
The sequence makes assumptions visible and clarifies responsibility. It does not guarantee conversion or remove market risk. Its value is better allocation of attention, capital and execution capacity.